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Copyright© 2009 Simple Truths, LLC Published by SimpleTruths, LLC 1952 McDowell Road, Suite 205 Naperville, Illinois 60563 800-900-3427 www.simpletruths.com All rights reserved. No portion of this publication may be reproduced, stored in a retrieval system or transmitted in any form by any means— except for brief quotations in printed reviews—without the prior written permission of the publisher. Simple Truths is a registered trademark. Design and production: Scott Francis Printed and bound in China ISBN 978-1-60810-038-5 01 4CPG 10

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Table of Contents World-Class Wealth Begins With World-Class Thinking . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1 Champions Have An Immense Capacity For Sustained Concentration . . . . . . . . . . . . . . . . . . 5 Champions Are Driven By Emotional Motivators . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9 The Great Ones Separate Truth From Fact. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 13 Champions Lead through Facilitated Introspection . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 17 The Great Ones Know They Are Unaware. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 21 Champions Develop World Class Beliefs Long Before They Become Champions. . . . . . . . . 25 Professional Performers Don’t Require Immediate Compensation . . . . . . . . . . . . . . . . . . . . . . 29 The World Class Operates From Objective Reality . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 33 Champions Know Adversity Is The Catalyst Of Mental Toughness . . . . . . . . . . . . . . . . . . . . . . 37 Middle Class Vs. World Class . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 41 The Great Ones Choose Discipline Over Pleasure . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 45 Champions Are Decisive . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 49

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Common Sense Is The Foundation Of High Performance. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 53 Champions Evolve From Competing To Creating. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 57 Champions Understand Logic vs Emotion. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 61 The Great Ones Believe They Cannot Fail ... They Can Only Learn & Grow. . . . . . . . . . . . 65 The Great Ones Don’t Give Back ... They Just Give . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 69 The World Class Has Great Expectations . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 73 Champions Are Driven By A World-Class Belief System. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 77 Champions Take Risks . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 81 The Great Ones Take Responsibility . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 85 Champions Thrive On World Class Self-Talk . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 89 The Great Ones Make The Complicated Simple. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 93 The Great Ones Have A Sense Of Urgency . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 97 The Great Ones Are Learning Machines . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 101 The Great Ones Use Mentors . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 106

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I NTRODUCTION I have had the privilege of competing against, coaching, being coached by and observing world-class performers since I was six years old. As a junior tennis player competing throughout the United States from ages 7 – 18, I became fascinated with what it takes to become a champion. My dream was to be ranked among the Top 10 players in the world, but I fell short. At my best, I hovered around the Top 500 in the world, and that’s as high as I could seem to reach. Deep down, I knew I had the talent to make my dream a reality, and I knew the missing link was mental. After I hung up my racquet for the last time, I became obsessed with uncovering the mental toughness secrets of champions. Starting in 1984, I spent every free moment conducting interviews with champions, reading their books and studying everything I could get my hands on about the psychology of peak performance. My friends said I was obsessed. They were right. This book is the result of my 20-year obsession. When I started to implement the ideas in this book, my whole life changed. It wasn’t overnight, but sometimes it seemed like it. There’s

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no magic here, just practical thought processes, habits and philosophies drawn from the greatest performers in the world. This book contains no theories. Every secret comes straight from the street of experience, either my own or that of our clients. This book is loaded with ideas you can implement immediately. Some will be familiar and some new. All of them have the power to catapult your results, no matter how high you’re flying. It’s been said that speakers and writers espouse wisdom on the very topic they need most. Now that you know my story, you know this is true for me. After 20 years of studying and teaching mental toughness to people throughout the United States, Canada and 10 other countries, I can honestly tell you that many times I still think like a complete amateur, operating out of the same middleclass consciousness that I ridicule in this book. After all these years, my mental toughness growth is still a work in progress. The good news is that mental toughness is a skill that can be learned, and the tougher you get, the bigger you’ll dream and the more fun you’ll have.

~ Steve Siebold

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I

f you got out of bed this morning and went to work because you wanted to, you are in control of money. If you got out of bed this morning because you had to, money is in control of you. Even in the wealthiest nation in the world, 99% of the population is being controlled by money. The effect is lack of money. The cause is thinking. Albert Einstein once said, “A problem cannot be solved at the level of consciousness in which it occurs.” Knowing this, champions raise their level of consciousness by studying how the world class creates wealth. The middle class believes formal education is the answer to acquiring wealth, yet very few academics are wealthy. They seek advanced degrees and certifications and are confounded when these things don’t bring them riches. While the great ones are strong advocates of higher education, they don’t believe it has much to do with acquiring money. The middle class trades time for money. The world class trades ideas that solve problems for money.

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Money flows like water from ideas. The middle class often scorns the world class out of frustration over a lack of money, yet the answer to earning more than they can spend has been in their laps their whole lives. Ideas – it’s such a simple concept that the majority misses it. The poverty class talks about and regurgitates the past; the middle class talks about other people; and the world class talks about ideas. Professional performers know money doesn’t care which direction it flows. They know the world will bend over backward to make them rich if it will help them solve their problems. About 150 years ago, Karl Marx was sure the working class, as a whole, would rise up and overcome oppression if they had a chance. What Marx didn’t figure into the equation was the poverty-driven thought process of the people. Give people operating at middleWorld-Class Resource class consciousness a million-dollar Read opportunity, and they will find a You Were Born Rich by Bob Proctor way to make it back to the middle This man knows more about the class. It is where their limited selfmind/money connection than image tells them they belong. The anyone alive. I study everything he produces like a scientist. difference has nothing to do with Learn more about him at reality. It’s all perception in the www.bobproctor.com. mind of the performer. 3

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ACTION STEP FOR TODAY Ask this

Critical Thinking Question:

“At what level of monetary success do I feel most comfortable?”

a. Poverty Class b. Middle Class c. World Class Where you feel most comfortable reflects your self-image, and most likely, your current status. If you want to become wealthier, begin by raising your self-image by upgrading the self-talk you use regarding money and finances. If all you do is chase more money, you are simply attacking the effect. The cause is how you think, and if you improve the cause, the effect will take care of itself.

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C

hampions are famous for concentrating their energy and efforts on what they want and blocking out anything or anyone who threatens that focus. While average people haphazardly pursue loosely defined goals, champions concentrate on the attainment of a singular purpose with an intensity that borders on obsession. World-class performers invest an inordinate amount of time and energy in selecting their major goals. While the masses consider making changes every New Year’s Eve, the goal setting and planning process is an everyday habit of champions. When the goals are set, champions put mental blinders on and move forward with dogged persistence and ferocious tenacity. World-class performers create such an intense level of concentration to overcome challenges and achieve goals that it is the last thing they think about before they fall asleep, and the first thing that hits them when they

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wake up. The great ones dream about their goals so World-Class Resource frequently that they often Read keep pen and paper on the Focal Point nightstand so they can by Brian Tracy quickly record any ideas This book is required reading for all Mental Toughness University clients or solutions that come to in corporate America. them in the middle of the night. While average people see world-class performers’ successes as a matter of intelligence or luck, champions know sustained concentration of thought and action is usually the true key to their success.

ACTION STEP FOR TODAY Write down the single most important goal you want to achieve in the next twelve months and make a commitment to concentrate on achieving it –

no matter what it takes. 7

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“Sustained concentration is a learnable skill. It’s not something you’re born with; it’s something you develop through

daily practice.”

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T

he masses are primarily motivated by extrinsic motivators, such as material possessions and money. The world class is motivated intrinsically by their dreams, desires and passions. External motivation is short lived, while internal motivation is nearly impossible to exhaust until the goal is achieved. The rah-rah, jump-up-and-down motivational pep talks are fun and temporarily motivating, yet lack the real fire emotional motivators generate. World-class leaders know the secret to motivating themselves and others is discovering what they will fight for when the going gets tough. The great ones move from logic-based motivators to emotion-based motivators. They know the key to finding the true power of the individual lies in the deep recesses of the psyche. The process great leaders and coaches use is tedious, time consuming and simple: ask questions, and don’t stop until you have landed on the emotional hot buttons. World-class coaches keep digging until they hit the vein of gold – when the performer begins answering in terms of how they feel, as opposed to what they think. When they hit the vein of gold, they continue to probe until the performer reaches an emotional high point, known in performance circles as the white moment. The white moment is the strongest emotional driver of a performer. Coaches use emotional drivers to motivate and inspire performers to push far beyond their threshold of pain, to accomplish feats that, without this level of motivation, would be impossible.

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“When a PERFORMER begins to experience PHYSICAL OR EMOTIONAL PAIN in the heat of the battle, the

brain, whose primary role is self-preservation, asks the question: ‘Why must I suffer?’

The champion will answer the question with the vision they have carefully constructed, and they will CONTINUE TO FIGHT. Since the masses lack this mental clarity and have no reason to suffer, they quit as soon as the pain kicks in.

Developing a world-class vision is the SECRET to world-class

motivation.”

~Steve Siebold

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ACTION STEP FOR TODAY Ask these 5

Critical Thinking Questions:

1. What am I willing to fight for? 2. What values do I hold dearest to my heart? 3. What values would I be willing to die for? 4. If I could achieve a single thing, what would make all my hard work worth the struggle? 5. If I had thirty seconds left to live, what would I tell my children are the three most important things I learned about how to live a happy life?

Your answers will tell you a lot about what drives you emotionally.

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W

hile average performers tend to believe truth and fact are the same, the world class knows there is a difference. Champions use their critical thinking skills to make a clear distinction between truth and fact. Fact is reality. Truth is our perception of reality, and perceptions are subjective. One person perceives giving to charity as an expense, while another perceives it as an investment in someone else’s life. The fact is that many people give to charity; whether it’s an expense or an investment is a perception. Which line of thinking represents truth? Both. In the minds of individuals, perception equals truth. This subtle distinction allows the great ones to understand themselves and others at a higher level of awareness. The masses tend to operate from truth, which is often a distorted version of facts. Champions make decisions based on facts, not feelings. The world class also uses this understanding of truth and fact in their mental programming. The great ones know the conscious mind functions most by what TRUTH we can effectively on fact, while get today and be ready tomorrow the subconscious can be programmed with truth. to call it Since the subconscious is unable ~William James 1842-191, Author to make the distinction between fact and truth, champions program their 14

“We have to live today

FALSEHOOD.”

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subconscious minds to believe their visions, dreams and ideas are truths. Because the subconscious doesn’t have the ability to reject an idea, it accepts it as truth and begins to create behaviors that are congruent with this new “truth.” The conscious mind knows this “truth” is not fact, and tension begins to build between the conscious and subconscious, creating cognitive dissonance. As a result, the two go to work to create congruency. The great ones are not only aware of the difference between truth and fact, but they also know how to use them both to get what they want.

ACTION STEP FOR TODAY Write down two things you know are fact & rethink each by asking: “Is this really a fact, or a truth I’ve created from my own or others’ perceptions?”

For example: Is it a fact that the sky is blue? Is it a fact that you are a nice person? Is it a fact that the faithful will be rewarded in heaven?

You’ll see how often we operate from truth, rather than fact. 15

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“When an event occurs, the brain asks itself three questions:

What is it? What does it mean? What do I do? If you change the meaning of the event you automatically change the way the brain responds. MEANINGS are TRUTHS that can be altered. This gives world class performers

ultimate control over their lives.�

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All great leaders know that the most effective form of learning is self-

discovery. World-class coaches and managers believe in facilitating the introspective process, which helps people rediscover what they already know. Instead of leadership through the outdated command-and-control, do-it-or-you’re-fired model, progressive managers are constantly asking their employees questions and taking careful note of their answers. The great ones know that most people are unaware of what makes them tick in terms of their emotional motivators. The only way to help a person discover the hidden power locked up in their psyche is by asking probing questions.

“The GREAT managers and

leaders of the future

will know more about their people than ever before. They’ll know their

EMOTIONAL HOT BUTTONS

as well as the essence that makes them tick.

Through facilitated introspection

these leaders will create a competitive immunity for their companies by reigniting the

flame of loyalty that burns within their people.”

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Learning occurs at two levels during this introspective process. The first level is when the person digging down inside himself becomes aware of the emotions driving his behavior, and the second is the manager’s awareness as it relates to which buttons to push when it’s time to motivate his charge to action. Amateur coaches and managers coach primarily through logic. Professional coaches and managers coach primarily through emotion. Since human beings are primarily emotional creatures, it’s obvious which method has the most power. Facilitating the introspective process in another person requires patience and time, and the great ones are willing to invest. The amateur wants instant results, but pros know this rarely occurs. The payoff for the pro comes not only in the form of increased productivity, but also in the connection created between manager and employee. Once an emotional creature is convinced that you care about what she thinks and how she feels, it sets the stage for emotional bonding to occur. Managers and leaders who lead this way lose very few of their people to rival companies because of this bond. In the age of the mind, facilitated introspection is the core process of leadership.

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ACTION STEP FOR TODAY Invest 20 minutes today leading someone through the INTROSPECTIVE PROCESS. Your fi rst question should be: “Tell me what you really want out of life more than anything else.” Your goal should be to make the person comfortable enough to answer you in terms of how she feels, rather than how she thinks.

Once she begins to explain her FEELINGS, follow up with these questions: What exactly do you mean by that? What does that look like? Why do you feel that way? Tell me more about that. Why is that important to you? What does having that mean to you?

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Weho pet ha ty o ue nj o y e d r e a di ngt hi sf r e eo nl i nepr e v i e w. Y o uc a npur c ha s et he c o mpl e t eb o o ka ta nyt i me b yv i s i t i ngusa t : www. s i mpl e t r ut hs . c o m



Simple Truths: Secrets of the World Class